$15M → $450M ARR
OutSystems growth, contributed as SE & partner leader
Scale presales. Unlock partners.
Fractional SE and GTM leadership for B2B software past €10M ARR.
From Lisbon, inside companies that scaled from $15M to $450M ARR.
16 → 45+ architects
OutSystems SE organisation, scaled under direct leadership
500+ partners
OutSystems partner channel, designed and operated
Sample engagement pattern
Placeholder — actual client details shared under NDA during diagnostics.
Problem
SE team was the sales bottleneck: 4 architects covering 80+ AEs, demos delayed by weeks, win rate falling.
Action
Built a presales operating model: tiered qualification, demo architecture playbook, and a hiring plan for 12 new SEs over 18 months.
Result
SE org grew from 16 to 45+ architects. Demo lead time dropped from weeks to days. Pipeline coverage improved 3×.
Problems we are hired to fix
"Our SEs are our best sellers — and our biggest bottleneck."
A presales operating model: qualification, demo architecture, and the hiring plan behind it.
6–8 weeks
"We signed partners but nothing sells through them."
Partner tiering, enablement path, and channel economics that make indirect revenue predictable.
8–12 weeks
"We win technically and lose commercially."
Value engineering embedded in the sales cycle — not bolted on after the demo.
6–8 weeks
How engagements run
Duration
Typically 6–12 weeks per engagement, then a retainer if the work should stay owned.
Cadence
Enough days each month to own outcomes — not to sit in status meetings.
Location
Remote from Lisbon, with on-site for kickoffs and QBRs.
Languages
English and European Portuguese.
Engagements run 6–12 weeks; typically mid–five figures for a focused engagement, with retainer options if ownership stays.
To discuss scope and pricing, book a diagnostic.
Who this is for
Good fit
- B2B software past €10M ARR (~$11M+)
- Has (or is building) a SE/presales or partner motion
- Wants an operator, not a slide deck
Not a fit
- Pre-product or seed-stage — no SE function yet
- Pure SDR/outbound shops without a technical sale
- Looking for a body shop or junior bench
Labs
Self-serve diagnostics and working artifacts from live engagements.
Quick diagnostics
SE Operating Model Health Check
Seven questions to assess whether your presales motion needs an operator.
Partner Motion Diagnostic
Six questions to assess whether your partner channel is ready to scale.
Artifacts
SE Hiring Scorecard
Structured interview rubric for solution engineers: technical depth, demo presence, discovery skills. Calibrated across 30+ hires.
Partner Tiering One-Pager
Framework for segmenting partners by revenue potential and enablement cost. Includes economic model and tier criteria.
Value Engineering Checklist
Pre-demo qualification checklist that surfaces business outcomes before the technical deep-dive. Reduces wasted POCs.
About
Rui Toscano
Rui Toscano runs Disruptive Littoral — a fractional SE and GTM practice for B2B software companies past €10M ARR. Fifteen years building sales engineering and partner ecosystems at OutSystems, from $15M to $450M ARR. One senior operator on every engagement.
Book a diagnostic
30 minutes. Bring the pipeline problem. You leave with a diagnosis — whether or not you engage Disruptive Littoral.